Job Title: Head – Hotel Supply & Contracting

Company: AIRIQ B2B Online Pvt. Ltd.

Department: Hotels / Supply & Contracting

Location: Gurugram

Employment Type: Full-Time

Industry: Travel Technology / B2B Travel About AIRIQ B2B Online Pvt. Ltd.

AIRIQ B2B Online Pvt. Ltd. is a B2B travel technology company focused on providing travel distribution and booking solutions to travel partners. As we continue to expand our hotel business, we are looking for an experienced professional to lead and scale our third-party hotel supply and contracting function across domestic and international markets. About the Role:

We are looking for a commercially strong and well-connected Head – Hotel Supply & Contracting to build, manage, and scale AIRIQ's third-party hotel supplier ecosystem.

The role will be responsible for supplier acquisition, hotel contracting, commercial negotiations, supplier relationship management, inventory expansion, and hotel distribution. The ideal candidate should have a strong network across hotel wholesalers, bedbanks, consolidators, DMCs, and hotel API providers and a deep understanding of the B2B hotel distribution ecosystem. Key Responsibilities:

1.

Hotel Supplier

Acquisition & Contracting

Identify and onboard domestic and international hotel wholesalers, bedbanks, consolidators, DMCs, and API suppliers.

Build a strong and scalable third-party hotel supplier network.

Negotiate commercial agreements, rates, markups, commissions, payment terms, credit limits, and SLAs.

Evaluate suppliers based on inventory coverage, pricing, connectivity, service quality, and commercial viability.

Develop strategic partnerships with key hotel technology providers and aggregators.

Expand hotel inventory across key domestic and international destinations.

2.

Supplier Relationship

Management

Manage end-to-end relationships with strategic hotel suppliers and distribution partners.

Conduct regular supplier performance reviews and business discussions.

Monitor supplier performance against agreed SLAs and commercial terms.

Resolve escalations related to pricing, availability, cancellations, refunds, booking failures, and service issues.

Identify opportunities to improve supplier performance, margins, inventory, and booking success.

3.

Market





Intelligence & Supply Expansion

Track hotel supply, pricing, distribution, and contracting trends.

Monitor competitor supplier partnerships and market strategies.

Identify new destinations and markets for supply expansion.

Identify emerging hotel wholesalers, bedbanks, consolidators, DMCs, and technology providers.

Recommend supply acquisition and contracting strategies based on market demand.

- Commercial & Pricing Strategy

Negotiate competitive rates, margins, markups, commissions, and commercial incentives.

Benchmark supplier pricing against market and competitor rates.

Identify opportunities to improve margins while maintaining competitive pricing.

Monitor credit limits, payment cycles, outstanding balances, and commercial compliance.

Work closely with Finance, Product, Revenue, Operations, and Technology teams.

5.

Hotel

Distribution & Connectivity

Work with Product and Technology teams on hotel API/XML integrations.

Evaluate supplier connectivity, inventory mapping, room types, rate plans, cancellation policies, and booking flows.

Ensure accurate availability, rates, inventory, and hotel content across connected suppliers.

Monitor connectivity and integration issues and coordinate with suppliers and internal teams for resolution.

- Team Leadership & Strategy

Lead and mentor the Hotel Supply & Contracting team.

Define supplier acquisition targets, KPIs, and performance metrics.

Establish processes for supplier identification, evaluation, onboarding, contracting, and performance management.

Develop AIRIQ's overall third-party hotel supply strategy.

Prepare regular reports on supplier growth, inventory coverage, margins, and commercial performance. Key KPIs

Current supplier acquisition and onboarding

Growth in hotel inventory and destination coverage

Supplier competitiveness and rate parity

Hotel margins and commercial performance





Booking success / fulfilment rate

Supplier SLA adherence

Reduction in booking failures and escalations

Strategic supplier partnerships

Supplier revenue and transaction growth Required Experience:

8–12+ years of experience in Hotel Supply, Hotel Contracting, Hotel Distribution, Supplier Management, or Travel Technology.

Strong experience with hotel wholesalers, bedbanks, consolidators, DMCs, or hotel API providers.

Experience in OTA, B2B Travel, Travel Technology, or Hotel Distribution is highly preferred.

Strong understanding of hotel inventory, rates, room types, cancellation policies, markups, commissions, and distribution.

Proven experience in commercial negotiations and supplier contracting.

Experience handling domestic and international hotel markets.

Understanding of hotel API/XML connectivity and distribution platforms.

Strong negotiation, analytical, commercial, and relationship-management skills.

Proven experience in team leadership and strategic supplier management.

Preferred Candidate

Background

Candidates from companies such as TBO, MakeMyTrip/Goibibo, Agoda, Booking.com, Expedia, Cleartrip, Yatra, EaseMyTrip, ixigo, Hotelbeds, WebBeds, RateHawk, Travco, DOTW, GTA, or similar travel-tech, hotel distribution, and B2B travel organizations will be preferred. Key Skills:

Hotel Supply | Hotel Contracting | Hotel Distribution | Supplier Acquisition | Supplier Management | Hotel Wholesalers | Bedbanks | Hotel Consolidators | DMCs | Hotel API | XML Connectivity | Commercial Negotiation | Rate Negotiation | Inventory Management | B2B Travel | OTA | Travel Technology | Market Intelligence | Strategic Partnerships | Team Management Ideal Candidate:

The ideal candidate will be a strategic and commercially driven hotel supply professional with an established network across hotel suppliers, wholesalers, bedbanks, consolidators, DMCs, and technology providers.

The candidate should be capable of independently building and scaling AIRIQ B2B Online's third-party hotel supply ecosystem, driving competitive inventory and pricing while improving margins, supplier performance, destination coverage, and overall hotel distribution capabilities.

📌 Supply Chain Director (Gurugram)
🏢 AIRIQ B2B ONLINE
📍 Gurugram